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" ... In the past, college mergers have typically had to contend with staunch opposition from faculty, staff, and particularly alumni and members of local communities. But the new higher education landscape is changing some of the prior calculus, and necessity can be a great persuader. While anxieties about lost jobs, forsaken identities, and sidelined athletic teams remain obstacles, they are increasingly being offset by a recognition that future survival may depend more on collaboration than competition. ... "
" ... The techniques used by the communicators in each case were: (a) to let Jobs explain his idea first; (b) to flatter Jobs in another area; (c) to appeal to Jobs’ fighting spirit; and (d) to keep asking questions. Note that in each case, the actual persuasion was accomplished by the provision of information. That worked because Jobs passionately wanted the same thing as the communicators—to make better Apple products. The anecdotes are less about the means of persuasion and more about getting Jobs’ attention. In each case, once the persuader had Jobs’ attention, Jobs himself used the information provided and did the hard work of evaluating and changing his own mind. ... "
" ... Where the persuader has authority over the audience, there is a risk that the persuader will be tempted to spurn inspiration and and start offering multiple "tellings" of the new idea, and make same point is made over and over again in different ways. The result is usually sullen compliance and underground resistance, as yet another change initiative bites the dust. It doesn't have to be this way, if the persuader makes better use of the available inspirational tools. ... "